How to Optimize Go-to-market Strategies Quickly and Efficiently

Lessons from the Consumer Packaged Goods Industry

How to Optimize Go-to-market Strategies Quickly and EfficientlyThe telecom industry has always been innovative, but the innovation has been mostly incremental. Over the past century, we had telegraphs, then wired telephones, then wireless phones, then cell phones, and now we have smartphones. Up until the smartphone, the iterations were not fully reimagined products, just significant improvements on the existing products of the era. Today, we have high-speed internet and smartphones that put most of our communication and entertainment literally at our fingertips. Never has the telecom industry had to reinvent itself to the extent that it does today.

Telecom companies are now essentially media companies, not phone and internet companies. To accommodate all of these changes and to rapidly adapt, telecoms are engaging in an unprecedented number of mergers and acquisitions. A combination of these factors means telecoms need to constantly rethink their products and positioning. They also have to build and market new products—and they have to do it quickly. Continue reading

Will Uber Health and Lyft Concierge Change Healthcare?

Will Uber Health and Lyft Concierge Change Healthcare?This year Uber and Lyft formally entered the healthcare market to offer rideshare services to nonemergency patients for transportation to scheduled doctor appointments. Patient no-shows are a prevalent problem in the US, with an estimated 3.6 million Americans reportedly missing their scheduled doctor appointments due to transportation issues each year. Rideshare services may particularly benefit older Americans, Medicaid patients and those with chronic diseases to help keep appointments and get care. Uber and Lyft have identified a wide-open opportunity that could significantly improve their business and simultaneously reduce healthcare costs and improve quality care. Continue reading

The Unique Value of Utility Marketplaces

The Unique Value of Utility MarketplacesIt is not a secret that energy utilities need to focus on strengthening customer relationships through brand and product efforts as brands like Tesla, Apple and Google are increasingly building consumer mindshare in the energy space. The good news is that utilities can reap dividends almost immediately by tapping into consumer demand for new energy technologies via a utility marketplace. Our energy industry research shows that utility marketplaces are the number one way utilities can improve their reputation and brand. In addition, marketplaces allow utilities to support demand-side management programs, improve customer experience and develop new revenue streams.
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Day Two: Live Blogging from @TMRE14

Mark Willard and Mary Lee, AAA, will take the stage @TMRE in one hour to share an amazing case study about customer experience: “Revolutionizing CX: How AAA Turned Satisfied Customers into Loyal Advocates” at 2:30 p.m. on Tuesday, October 21 in Estate 1. 


The gist? AAA needed transaction research to fix customer issues and strategic relationship research to link micro-feedback to operations. By designing a new measurement program and a built-in, closed-loop system, Market Strategies helped AAA revolutionize its member experience program and empower employees to make lasting improvements in customer experience. As Mary puts it, “Partnering with one firm to do transaction-level and strategic research is like having your cake and eating it, too.” 

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Looking at Facebook’s “Look Back” Videos

2014-02-facebookFacebook is 10, and they celebrated by releasing a new video app. If you’ve been on Facebook this week, you have undoubtedly seen it—it’s responsible for the “My Facebook Movie” posts that have been ever-present on the site the past couple of days. I’ve seen two dozen of them so far among my circle of friends. And every one of them has been perfectly charming—a beautiful (and often touching) little summary of that user’s life as seen through the lens of Facebook. The videos are spreading like wildfire on the site (and, frankly, I’m amazed that all that video sharing and viewing hasn’t crashed the servers yet).

On my commute into work this morning, I was thinking about why they’ve been so successful and seem to be truly delighting users…

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Live Blogging from TMRE13!

Market Strategies International has showed up at The Market Research Event (TMRE) in Nashville en masse! As one of FreshMR’s humble bloggers, I’ll be sharing my thoughts, notes and musings on all things TMRE, including our very own presentation with AT&T Mobility. Traditional Market Research & Big Data Integration: A Case Study in What Works and What Doesn’t is a must see. We’re on at 1:45 p.m. on Wednesday, October 23 in the Bayou D Meeting Room.

4:50 p.m. CST on October 22, 2013

Another good day at TMRE. Met lots of interesting people, all finding new and interesting ways to use research to solve their business problems. For me, the networking opportunities have been very good and I have enjoyed a number of presentations.

I won’t be in town tomorrow for the last day, but if you are in Nashville, head along to see my colleague Greg Mishkin and Don Hodson from AT&T discuss how Big Data, primary market research and tremendous analytics have helped AT&T solve some of their business issues.

11:40 a.m. CST on October 22, 2013

O2 photo 2 O2 photo

Taking advantage of some extra oxygen, courtesy of our booth neighbor and friends at Gongos.

10:28 a.m. CST on October 22, 2013

Dan Pink gave an address to TMRE this morning based on his book, To Sell Is Human.

1 in 9 people in the US are in sales, a number that is not declining. But, so many more are really in a role where they have to convince or persuade others: “Non-sales selling.” On average, 41 percent of our time is spent in this way.

Two new fundamentals:

  • Like it or not, we are all in sales—some are comfortable with this and some are not
  • It’s seller beware, not buyer beware. Sales are not what they used to be—buyers know as much as sellers in almost all circumstances.

Always Be Closing. In the best Glengarry Glen Ross tradition is poor selling. Dan’s alternative:

Attune (to your audience)
Buoyancy (stay positive)
Clarity (Distill information. Problem finding beats problem solving.)

A couple of tactics:

  • Take the perspective of others.
  • Imagine what others are thinking, not just what they are feeling.
  • Mimic. Use you customers’ language.
  • Ambiverts are the best sellers. Part introvert, part extrovert. Know when to speak and know when to listen.

Interesting and entertaining talk to a packed audience!

4:17 p.m. CST on October 21

booth photo

Greg and Don at the Market Strategies booth. Note the bike some lucky conference attendee will win! Drop off a business card to be entered in the draw.

3:47 p.m. CST on October 21

presentation prep

Prepping for Wednesday’s presentation with my colleague, Greg Mishkin, and AT&T’s Don Hodson.

2:15 p.m. CST on October 21

Connecting the Intelligence Dots for Value Driven Strategy by Eric Jagher, Vice President of Strategy, Insights and Analytics for U.S. Cellular

Very interesting presentation–Eric noted the huge win it was for him to get the analytics piece added to his group. The value of having behavioral and attitudinal analysis under his direction sounds impressive. They have provided the brand with insights that have driven business decisions, such as with their recent collaboration with Walmart. Great business example of having all data analytics in one team. The implications are clear for suppliers to have Marketing and Data Sciences capabilities providing holistic insights.